Scheduling a Sales Follow-Up

At the conclusion of your first meeting (online or in-person) with a prospect, do you schedule a follow-up interaction… or do you wait and do it later? In my experience, it’s best to schedule the next session right then. Why? The fact that they set up the time to speak with you in the first place demonstrates that they clearly have an interest in your product or service and a desire to improve their situation with your help. If you wait, you give your prospect time to second-guess the urgency of your offering, you risk playing phone tag, and you may wind up losing the sale. Of course, if the first discussion resulted in a resounding “No,” you’re probably better off cutting your losses and focusing on a fresh prospect.